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Missing "Buyer Beliefs" cause the objections you get

This is the beginning of a special blog series based on the bestselling book, Objection Free Selling, in which we will explore how to Prevent, Preempt, and Respond to every sales objection you get. We'll start by demonstrating that missing Buyer Beliefscause the objections you get and go on to discuss each of these beliefs. This is a very different approach and is one of the reasons why the book is now 43 months on the bestsellers lists.First, let's define objections as legitimate criticisms about your products, services, company, and self, based on what the prospect currently knows. With this definition, it means that prospects can make “new favorable decisions” once they get new or redefined information that answers the “criticisms.” Let's begin with an excerpt from the book.Your competitors’ strengths trigger objections. Industry concerns, company reputation, and other issues specific to what you sell can trigger objections.
Unanswerable objections are those with no dire…

Effective Voicemail Messaging

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Whenever you call any prospective customer, you must be prepared to leave a high-impact 30 to 90-second high impact call returning message. Stammering, at this point, will not elicit a return call. Be ready.If your name is difficult to pronounce, use some memory devices such as rhyming. Please don’t put your prospects in an embarrassing position of not knowing how to pronounce your name when they call back. Use the same strategy with your company name.Include your phone number at the beginning of the message. That way, the prospect won’t have to listen to the message again if they want to call. Say this introduction slowly. Give your reason for the call using your elevator speech (see the previous blog). Be sure to use your big-bang Unique Selling Point’s benefit as a motivator to get them to call you back.Close the message with a request for a call back in a specific time range.Tell the person if you miss each other, you will follow up at a specified time. Always be in charge of foll…

Elevator Speech

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Sell yourself in 15-seconds or less
An elevator speech is a brief introduction of who you are and what you do to provide key unique benefits to your target audience. It's called an elevator speech or pitch because it's short enough to be given during a quick elevator ride. The principles are the same whether you're delivering it in-person or on the phone.You'll use the elevator speech when you learn how to warm up a cold call using voicemail in our next blog.To demonstrate the flexibility of how you can construct an elevator speech, in this example, we'll put the request for help at the end of the speech so that you can not only develop a coach but also engage, qualify, and ask for a referral to advance the sale if that's what is needed at this time.Note that it sometimes is better to open the speech with, "I wonder if you could help me please?" This is one of the most potent "coach-building" questions you can use. People like to help. It'…

Telephone Cold Calling: How to prevent common initial contact objections.

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Prevent & Preempt initial contact objections
Tired of getting common initial contact objections such as, "Not interested, We already have someone, Just send me your literature, No time, Not a priority," and on and on.90+% of cold call contacting is shut down immediately with these types of initial contact objections. That's extremely inefficient and, for many, a self-esteem damaging activity. It's time to reverse that number and make it 90+% getting to interview the prospect, and less than 10% rejection responses that will require a different approach.I'm not too fond of these objections either, and I will do whatever I can to prevent them from entering my prospect's mind.Recall from an earlier blog, "Why You Get the Objections You Get" that the core Buyer Beliefs have not yet been established. As such, the prospect doesn't recognize you're calling to help them with a need they may or may not be consciously aware of at the moment you call…

Can you sell big-ticket complex items over the phone?

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Million-dollar major account selling
Before you say, what you sell is different and can’t be sold over the phone, consider these possible scenarios.The person calling was previously a buyer with another company and is now with a different company. The person calling has already done their research and has chosen what you sell and now needs to work out the details and place the order. Your value proposition is so obvious, your company so credible, and the customer’s need is so strong that it’s just a matter of working out the logistics.All of these scenarios are true, and I’ve personally experienced all of them and many more. So yes, you can sell anything and everything by telephone – even million-dollar sales are possible. My personal best was a $6 million sale of engineer products. Our Major Account Call Center (MACC) made sales ranging from $25K to $250K and three over a million during our first year. They sold fueling services, mobile maintenance, software, medical devices, aftermar…

How to Use the Three-Step Quick Coaching Technique

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Coaching made easy
In the previous post, you learned how to determine if work planning, training, or coaching is necessary to improve the proficiency of a targeted behavior. 
Let's assume that at the end of the questions, the answer to improving the behavior is coaching. 
So, let's explore how to use a quick three step method that follows a modified Tell, Ask, Tell sandwich method.The three core steps:Tell the person something you like about what they did or how they did it.Ask them how they could improve the targeted behavior to achieve the desired proficiency.Tell them something specific about what you like about how they will go about improving their behavior.Start by connecting on a positive note. No one likes to be called out. "Constructive criticism" still stings. Notice in this technique, you never told the person that they did something wrong. Your focus is on incremental improvement until they achieve the desired level of proficiency. This may take one or more …

How do you know when to do work planning, training, or coaching?

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Coaching Diagnostic with the Triad of Performance
When you are not getting the level performance you expect, then you must determine what’s causing it and take the appropriate action. Ask the questions, document how you know your answers are correct, then take the right action.1. Does the person know “what” to do? If you can demonstrate how you know they know “what” to do, then move on to the next question. If not, then it’s time to sit down with them to do work planning, so it is clear what they are to be doing and at what level of proficiency.2. Does the person know “how” to do it? How do you know? Have they demonstrated proficiency doing it in the past? If not, get the person training.3. Is the person doing it at the required level of proficiency? After you’ve answered the first two questions in the affirmative, and performance is still not there, now it’s time to coach. A part of coaching is to explore obstacles blocking optimal performance and work with them to resolve those issues…